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portada building a successful selling organization: the critical path to extraordinary results
Type
Physical Book
Author
Publisher
Year
2005
Language
English
Pages
240
Format
Hardcover
Dimensions
22.9 x 15.2 x 1.8 cm
Weight
0.51 kg.
ISBN
0595673430
ISBN13
9780595673438
Categories

building a successful selling organization: the critical path to extraordinary results

Art Wilson (Author) · iUniverse · Hardcover

building a successful selling organization: the critical path to extraordinary results - Wilson, Art

New Book Imported to Austria
Delivery: 10 Aug - 12 Aug Shipping: 4 to 5 business days.
29,07 €
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29,07 €

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Synopsis "building a successful selling organization: the critical path to extraordinary results"

In Building a Successful Selling Organization, Art Wilson draws upon his three decades of experience as one of IBM's top sales leaders and as counsel to Fortune 500 sales executives to create a proven blueprint for building successful, profitable customer relationships. Written specifically for the chief sales officer and the leadership of the entire customer-facing organization, this book documents tested best practices among leading sales organizations and incorporates them into practical ways to implement high-performance, customer-centric sales strategies. After sharpening and honing the skills of thousands of sales teams challenged by demanding corporate customers, Wilson distills the lessons of goal-driven sales leadership into this one compact volume. Citing real-world examples, Wilson shares a disciplined, how-to sales process that empowers a sales leader to transform good sales teams into those that demonstrate sales excellence and extraordinary results. Use the five-level Sales Agenda Model to design, deploy, develop, and support a selling organization. Implement the Account Management Execution Model to improve strategic account management, ensure client alignment, and deliver convincing client value. Sales leaders who adopt the strategies presented in Building a Successful Sales Organization possess the secrets of building, organizing, and managing effective selling teams that consistently deliver predictable, sustainable, superior results.

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